Account Executive

• Manage a defined geographic patch (East, Central, or West) with 20–40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.
• Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; leverage partners to accelerate—not originate—pipeline.
• Lead Command of the Message sales cycles valued at $250K–$1M+ ARR, with average sales cycles of 6–9 months and global pursuits extending 12+ months.
• Apply MEDDPICC rigorously from first call through close—validating metrics, paper process, and mutual success plans at every stage.
• Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within ±10% accuracy.
• Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.
• Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.
• Expand Absolute’s relationships within each customer organization—building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.
• Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
• Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President’s Club recognition.

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Senior Web3 Institutional Sales Executive – Validator Nodes

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